Solutions Architect

This is a fully remote position, open to applicants in California, +14 more states.

📋 Description

• Take ownership of the technical strategy and secure technical wins for strategic and intricate Net New opportunities in the Americas and International markets.

• Collaborate with Account Executives and Sales leadership to create technical opportunity strategies that align with customer needs and commercial goals.

• Conduct thorough technical discovery to understand customer business objectives, regulatory requirements, data landscapes, architecture, security, integrations, existing technologies, and desired outcomes.

• Convert complex customer requirements into comprehensive Arctera solution architectures that encompass relevant products, capabilities, data sources, and integrations.

• Showcase Arctera's extensive platform capabilities and illustrate how various solutions can tackle customer business, compliance, governance, and data challenges.

• Facilitate architecture workshops, solution-design sessions, technical deep dives, and high-level technical discussions with prospective clients.

• Define technical win criteria and devise the strategy needed to achieve them.

• Manage the strategy for POCs, trials, demonstrations, and technical evaluations, collaborating with Solutions Specialists for execution.

• Direct and coordinate Solutions Specialists based on necessary product, domain, industry, and use-case expertise.

• Act as a senior technical resource for complex competitive opportunities and formulate strategies for technical differentiation.

• Identify and address technical, architectural, security, integration, migration, and implementation risks.

• Lead technical responses for strategic RFPs/RFIs and intricate customer evaluations.

• Engage senior stakeholders across Technology, Architecture, Security, Compliance, Legal, Risk, Data, and business functions.

• Assist partner-led Net New opportunities by supporting partners in architecting and positioning Arctera solutions.

• Collaborate with Product Management and Engineering on strategic product inquiries and capability gaps.

• Gather and share field intelligence related to customer needs, competitive technologies, emerging architectures, AI, regulatory trends, and market changes.

• Develop global reference architectures, solution patterns, technical playbooks, POC frameworks, and reusable best practices.

• Provide technical leadership, mentoring, and enablement to Solutions Specialists and other customer-facing technical resources.

• Ensure a structured technical handoff to ATS and appropriate post-sales teams after contract execution.

• Contribute to Net New ARR growth by enhancing technical win rates, speeding up opportunity progression, and enabling larger global opportunities.

⛳️ Requirements

• 12+ years of experience in enterprise technology, with substantial expertise in Solutions Architecture, Enterprise Architecture, Sales Engineering, Pre-Sales Consulting, or a similar senior customer-facing technical role.

• Demonstrated experience in supporting and leading complex global enterprise B2B SaaS sales cycles and acquiring Net New customers.

• Capability to architect complex, multi-product enterprise solutions.

• Strong knowledge of modern SaaS, cloud and hybrid architectures, enterprise integrations, APIs, identity and access management, security, data architectures, and enterprise application ecosystems.

• Experience with Microsoft Azure, Microsoft 365, and enterprise data environments is highly preferred.

• Thorough understanding of enterprise data challenges, including information governance, archiving, eDiscovery, communications compliance/surveillance, data protection, investigations, and data management.

• Familiarity with Compliance, FinTech, RegTech, and regulated-industry requirements.

• Proven ability to conduct executive and technical discovery and translate business requirements into scalable solution architectures.

• Extensive experience in designing and leading complex POCs, trials, technical evaluations, architecture workshops, and competitive engagements.

• Strong competitive selling skills.

• Ability to articulate complex architectures and technologies in terms of business outcomes and customer value.

• Strong executive presence and capability to engage credibly with CIOs, CTOs, CISOs, Chief Compliance Officers, enterprise architects, and other senior stakeholders.

• Experience working across multiple countries, regions, cultures, and geographically distributed sales teams.

• Solid understanding of emerging technologies, including AI and its application to enterprise data, compliance, investigations, governance, and risk management.

• Ability to lead and influence Solutions Specialists and other cross-functional resources without needing direct reporting authority.

• Excellent presentation, communication, technical storytelling, analytical, and problem-solving skills.

• Capacity to manage multiple strategic opportunities concurrently in a fast-paced, growth-oriented environment.

• Willingness and ability to travel internationally as required.

🏝️ Benefits

• U.S. based employees generally receive access to healthcare.

• Life insurance coverage.

• Disability benefits.

• 401(k) plan with company matching.

• Certain positions are eligible for annual bonuses and sales incentives.

• Reasonable accommodations during the application process for individuals with disabilities.